Senior Account Executive, SLED

NinjaOne

2d • Hybrid

About The Position

The Account Executive, Mid-Market SLED role at NinjaOne is responsible for closing new business by selling NinjaOne’s products to targeted Mid-Market accounts across State & Local Government and Higher Education (SLED). NinjaOne AEs spend 100% of their time engaging with interested prospects, managing full sales cycles to help potential customers evaluate our product, and closing revenue. No prospecting — we leave that to our world-class SDR and Marketing teams.
This is a strategic role that will contribute significantly to NinjaOne’s growth in the SLED segment. You will be responsible for closing larger, more strategic deals within the Mid-Market space and helping NinjaOne further expand its footprint across State agencies, municipalities, and public education institutions.
Territory: This role will own the Central SLED territory — spanning Texas up through Illinois and Minnesota.
Location - Austin, TX - Hybrid (in office on Monday, Tuesday, and Thursday - plus additional days as required)

Requirements

• Associate’s or Bachelor’s degree preferred, or equivalent experience.
• 3–5 years of quota-carrying SaaS sales experience selling to B2B prospects; experience selling into Mid-Market strongly preferred.
• 1+ years selling into SLED highly preferred (state agencies, municipalities, or higher education).
• Experience with IT Operations software or similar technical solutions is a strong plus.
• Polished communicator with the ability to influence technical and non-technical buyers.
• Proven track record of consistent quota attainment and success in closing mid-sized to large deals.
• Strong presenter who can tailor a meaningful product demo to mixed technical and business audiences.
• Highly organized and able to manage multiple active deals simultaneously while maintaining high follow-through.
• Strong negotiation ability, self-motivated work ethic, and clear closing skills.
• Experience with Salesforce or similar CRM systems preferred.
• Team-oriented mindset with the ability to collaborate across departments.
• Experience developing, managing, or expanding a sales territory across the Central U.S. — specifically Texas through IL/MN — strongly preferred.

Nice To Haves

• 1+ years selling into SLED highly preferred (state agencies, municipalities, or higher education).
• Experience with IT Operations software or similar technical solutions is a strong plus.
• Experience with Salesforce or similar CRM systems preferred.
• Experience developing, managing, or expanding a sales territory across the Central U.S. — specifically Texas through IL/MN — strongly preferred.

Responsibilities

• Qualify inbound SLED Mid-Market opportunities to build and maintain an up-to-date pipeline aligned with annual sales goals.
• Conduct discovery calls, presentations, and product demos tailored to SLED technical and business stakeholders.
• Manage complex Mid-Market sales cycles, ensuring prospects can effectively evaluate NinjaOne’s platform to drive new revenue.
• Navigate SLED-specific buying processes, including budget cycles, procurement steps, state contracts, and purchasing constraints.
• Negotiate opportunity terms, discounts, and implementation details, securing leadership approval for below-threshold discounts.
• Provide accurate forecasting to sales leadership on pipeline health, procurement timelines, and expected close dates.
• Align deal strategy with SLED initiatives, funding considerations, IT modernization priorities, and public-sector requirements.
• Collaborate cross-functionally with Sales Engineering, Channel partners, and Marketing to ensure a smooth and effective customer journey.
• Build and execute a territory strategy across the Central region — Texas through Illinois/Minnesota — driving growth, regional presence, and long-term pipeline development.
• Other duties as needed.

Benefits

• We are a collaborative, kind, and curious community.
• We honor your flexibility needs with full-time work that is hybrid remote.
• We have you covered with our comprehensive benefits package, which includes medical, dental, and vision insurance.
• We help you prepare for your financial future with our 401(k) plan.
• We prioritize your work-life balance with our unlimited PTO.
• We reward your work with opportunity for growth and advancement.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Associate degree
• Number of Employees: 1,001-5,000 employees